Independent Trainers – To Do List in 2017 for Success in 2018 – For Greater Revenue Growth

**16 Must Do Action for more days, higher fees and better clients

Recently, I compared notes with a returning Independent Trainer coming back to the UK and we talked about what you need to do to get back into circulation, get meaningful engagement with L&D decision makers and to generate more days, charge higher fees and make more money.

Here is a list of 16 essentials that will make up your 2017 To Do List! – Deadline – Christmas Morning!!

CTA Call to Action

To Do List 2017 for an amazing 2018

  1. Quality Photo Portrait – No, the cropped photo of you at a wedding with shoulders and handbags all around you is not going to get you to your £2,500 daily training rate. – Take the time to find an amazing photographer who is going to produce a professional picture of you that will build and support your premium brand.My beautiful smile
  2. Business Name – And don’t panic – if you have registered something awful, you can re-brand using your blog or website as something more sexy, catchy and searchable – remember – your company name is unlikely to attract any new enquiries via a Google search if it is all about you, as this will not be about your service or fit the customer’s search request.

Take the time to brainstorm over many pages and take an hour or two to do this and come up with 100+ ideas that could work. Don’t edit as you go – just vomit ink on the page!

Now pick the best combination of your words, make sure the final result is not taken in your own country and quickly secure the domain name for yourself. Job done.

  1. Business Card – Go up market, don’t put a fax number on it – It is not 1995. You do not need your postal address either. This is 2017.

And what about a strap line – Who do you help? What is THEIR outcome? Be creative.

  1. Deal Sheet – Who have you worked with? And what have you done with them? Some corporate customers will give you permission to use their name and even provide testimonials, endorsements and references that can really help you, so go for it. Some will not. And some are rather precious about their brand, so do be careful and NEVER break copyright laws – They are a venue generator for ambulance chasing lawyers. You can avoid trouble by putting all of their logos on a PowerPoint page, printing it out and taking it to meetings. When you flash this rich and colourful page in front of a decision maker, they will be impressed by the variety and depth of your contacts and will trust you more as a result.
  2. Professional Profile – Why not slip a bit of sales cleverness in here. Give yourself a strap line – “Regarded as the best X in country Y”, or put a verb in play – “Matthew helps Independent Trainers to maximise their revenues by providing Z.” Add a little about your core offering, prizes won, books published, key differentiators and a major customer name or two to really make this document work for you.
  3. Posts – I still encounter people who have yet to publish articles on social media. This is a big missed opportunity for them – A social media post is a flashing beacon of light illuminating your existence in the darkness of competition, short decision maker attention spans and shiny object distractions.

To start, simply think of the decision makers in your field and where their pain lies. What problem do they want you to solve? What do they want you to deliver? How do they want you to deliver it? These are the posts that you must be thinking about, drafting, improving. And then get it edited by someone good. And…put them out to LinkedIn groups, Facebook groups and on your website / blog site as well.

And,

6a.Tag, tag, tag & tag – That is the magic way for your posts to live on forever and continue to do the marketing for you, even when you are sleeping.

Vector speedometer scale

Turbo Tag Your Posts

  1. Logo – It does not cost a fortune to get a cracking logo that will be visually appealing, high in impact and help key contacts to like you and remember you. Take some time to brief the agency on your requirement. What is your persona? What is your delivery style? What do you represent? What is your promise? Who are you target market – your avatar? And, what is UNIQUE about you?
  2. Course Outlines – In olden times, when dinosaurs roamed the earth, it was OK to put out the most boring copy imaginable and get away with it. Surprise surprise.

Things have changed.

Now we need a punchy title employing corporate world language and the benefits to be gained by attending delegates. The content should be in short blocks with a subtitle, exercises and the educational outcome for the participants clearly stated. In modern times, this outline is selling you. Let your outline super-copy do some of the heavy lifting in convincing your prospect to pick up the phone and bring you in for a cosy briefing chat.

  1. Exercises – Theory is so last millennium. The current trend is towards dynamic action based learning with full delegate inclusion – sweat, board markers and tears.

Include plenty of decision making, discussion, physical movement and innovation in your bag of tricks. If your training does not wow the crowd, you will be a one time, one hit, “I wonder what happened there?” trainer.

  1. Model – You have got to have a model. I have the Matthew 5 M’s for Accelerated Business Growth Model, and the Consultative Selling 13 Pillars. They give credibility, a framework for delegates to help them implement your brilliant ideas and a differentiator to set you apart from all the other trainers and coaches knocking on the decision maker’s door.

    A Model Will Generate Cash

  2. Blog Site / Website – I see so many people proudly unveil their expensive semi – animated websites as they confidently assume that a brochure site will heat up the phone and pay their rent next year. It will NOT. Isolated websites can no longer compete with blog sites where the SEO is instant and connected. You need a WordPress blog site to take off and get customers, along with a stream of high quality, original material in the form of blog posts and other products (more in a moment) that are tagged, tagged & tagged to bring you new traffic that is pre-qualified and ready to be warmed by your words of wisdom.
  3. Repurposing your content – PRODUCTS – This is the single most neglected area for Independent Trainers wishing to grab more days next year. They are missing the better fees, the hungry corporate customers and important opportunities for expansion.

I mean, how hard is it to read your best post into your smart phone to create a podcast? Today, there is no excuse – I started Podcasting in 2007 and it was a major technological challenge to get them rendered and uploaded on to the decent podcast sites. And, sometimes, it cost money to do so as well!!!

  1. Make a FILM – If you have got a nosebleed just thinking about recording the sound of your own voice, then you will probably pass out at my next suggestion…

When you add Camtasia (PC) or Screenflow (Mac) to your computer, you can record over your PowerPoint slide deck to create an MP4 film – This is the future. Films are it. Films are what people want – You can add them to your training. You can add them to your marketing and you can add them to your social media to really bring up your marketing game to a competitive level.

  1. Show Reel – When you have made enough films and have purchased your Hey Mic to record your live speeches, you can then paste together the best of your output to make an outstanding and memorable training show reel to wow all that see it. You can send this to corporations, agencies and speaker agencies as well. You will officially be playing in the big leagues.
  2. Key Note Speech – If you seriously want to move your fee levels up from discounted subcontractor rates to the main professional independent tier, then you need to turn your training experience, your life experience, your persona and your model into a Key Note Speech.

    A Key Note will get them Storming The Stage…

This will be something persuasive, charismatic, fact filled and moving. And, it will set you apart from the also trained, the theory pedlars and the chaff.

Use minimal visuals – stunning pictures work well, a bit of punchy music and, “Meet the audience where they are” with your content, technical detail and pitch level.

And,

Record all your speeches for feedback and improvement purposes as well as to bulk out your show reel.

  1. Webinars – What do you get when you put your films, keynote speeches, products, models and charisma into a live show? A mind blowing webinar that acts as an unbeatable demonstration vehicle for all those people who are a little too far away to meet and warm up with a lunch.

Think of this as 3 months marketing achieved in 60 minutes.

Essential for your webinar is to get interaction, to have real decision makers at the other end and to put your best work into producing something lively, interactive and value packed.

Here is an example of one on 21st November 2017

https://attendee.gotowebinar.com/register/4966134869096242435

That’s it – Your Things To Do list for the rest of 2017 – And the incentive? If you get started, keep going with persistence and focus, you will enjoy more training days, with better paying clients, more interesting delegates and you will end the year with a smile on your face, a pot full of cash and a fist full of great testimonials saying that you are an AMAZING Independent Trainer.

Need help to get started? How far down the list did you get when you switched from, “Done that!” to “Oh, I’d better do that”?

If you need some help, support or advice please do feel free to E Mail Matthew at; matthew.hill@hillnetworks.com

Wishing You – May every training day you deliver in 2018 leave you happy, richer and more fulfilled through delivering great wisdom with great value to a fully appreciative audience who then clamour to have you back again.

And. All the best with your To Do List in 2017.

New Webinar 21st November 2017 – Marketing to Get More Training Days with Less Hassle and No Hustle

https://attendee.gotowebinar.com/register/4966134869096242435

About the Author – Matthew Hill provides coaching and courses for Independent Trainers wishing to build their brand and IP, up their marketing game, deliver effective independent content and enter the big leagues when it comes to compensation and client acquisition. He has worked in 30 countries and worked with people representing 80 nationalities. This year he wrote his 4th book – Going for Growth in 2017.

 

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New Webinar – Marketing to Get More Training Days with Less Hassle and No Hustle

Or, “I am now an Good Independent Trainer – So, What Do I Do To Get More Days And At A Better Rate?”

You are passionate about helping people resolve their issues and learn to help themselves. You have accumulated hard won experience and realised your dream of becoming an effective independent trainer. So –

– How will you now build your independent trainer or coach business?

– How will you network to grow your list of useful and high value contacts? And,

– How will you get your name and message out their using Social Media to generate qualified and appropriate interest in your independent training and coaching services?

VIP - Very important person - gold 3D render on the wall background with soft shadow.

“Hello, I am independent trainer…”

Fear – You dread the idea of becoming an isolated star trainer with next to no clients – unwittingly keeping all your much needed talent away from individuals in need who could easily benefit from your experience.

Wish – You know what you dream of;

– To receive warm enquiries from people who ALREADY know who you are, respect what you stand for and are willing to pay a premium to use your independent training services because they work.

– You wish to spend less time hustling for business and more time in the flow – conducting successful group and individual training and coaching sessions.

Action – Join Our Webinar – Marketing to Get More Training Days with Less Hassle and No Hustle;

https://attendee.gotowebinar.com/register/4966134869096242435

In this 1 hour and 20 minute high energy, content rich and interactive web based seminar, we will cover the 3 areas you need to invest in if your Independent Training and Coaching service is to grow;

Notepad with word marketing concept and glasses

1) Activity – Remember – No effort – No outcome. We will show you where many new independent trainers and coaches go wrong (and reveal the worst crime of all), and list the strategies, tactics and moves you must make in order to succeed.

2) Organisation – Building your identity and passion-based professional BRAND by marketing like a pro and learning the structures and processes required.

Most people fail with their own attempts or give up before they have built a complete Brand. We will show you where NOT to waste your time and where you need laser focus to generate engagement (its all about getting to the higher levels of engagement.) And, you will learn to build IP assets / informational products using your knowledge, qualifications and experience. Informational products that stand out from the crowd; gain you a reputation as an expert and command attention on Social Media, even as you sleep.

3) Dynamism – We will shake you from your current state of cultural modesty (“I couldn’t possibly do that”) to having you OWN your personal experiences and articulating your deal sheet of past victories in a media friendly way that generates results – incoming warm enquiries. We will make high-octane networking a reality for you and give you solid marketing ideas. They will work for you and you will have the chance to access the step-by-step process that takes you from “I don’t know how to do that” to, “I have just completed my amazing product, pitch or plan.”

Super businessman flying over a city

AAWWEESSSOOMMEE

Take Away – By the end of this informative webinar you will be given at least 3 effective marketing tactics to work on. When you implement them you will benefit from their proven power. And, we will give you the chance to acquire our Independent Trainer Growth Bundle to guide you along the sure and enjoyable path to informational products, a professional identity, an effective brand, positive networking and the generation of valid incoming mediation enquiries.

It’s not for everybody.

We want to speak with the people who will get the most benefit from the webinar so, please do NOT join if you;

– Don’t have a sense of fun and adventure

– Have zero intention of investing in yourself to grow your independent trainer service business

– Possess a closed mind when it comes copywriting and social media. Or,

– Think that clients will find you by magic and telepathy so none of this is necessary

Still reading? Good.

No Cost – There is no fee for attending the webinar and there are limited places. If you wish to expand your independent trainer practice and are ready for the challenge. If you believe in yourself, and want to follow our proven step-by-step guide, then there is only one place to be at 6PM UK time on, 21st November 2017 – 7PM Paris time – 1PM New York – Register now to attend the Marketing to Get More Training Days with Less Hassle and No Hustle Webinar. Click here and follow the instructions;

https://attendee.gotowebinar.com/register/4966134869096242435

We look forward to speaking with you on 6PM UK, Wednesday, 21st November 2017 – 7PM Paris time. 1PM New York

Shocked girl eavesdropping.

I want to hear the webinar…

 

Matthew’s New Year Webinar – Getting Growth in 2017

What will you achieve in 2017?

We have 3 Questions for you – What are the Biggest barriers STOPPING you growing your trainer / coaching business this year? Where does it continue to go wrong? AND How can you get it right?

Group Of Young Business PeopleWill you grow in 2017?

These barriers block critical activity, necessary organisation and positive dynamism (we fall into the trap of doing stuff that PREVENTS rather than produces growth.)

  1. ACTIVITY– What did you do in 2016? Send your profile / CV out to known training providers, put up a basic (non optimized) LinkedIn profile and attended local chamber events with other service providers where you failed to engage with business decision makers? And what results did you get? – A new sub contract relationship that provided 7 training days? A two day training or 3 new coaching customers? AND – Was that enough growth for you?

With your energy invested in more proactive and interactive methods you will generate interest, passion and action – the phone will ring, live opportunities will land in your inbox and your business will grow – You will experience meaningful cash-flow, more hour’s and day’s work, a boost in your charge out rates and the choice to take or decline work, along with the self-confidence and business freedom that comes with knowing how to market and sell yourself effectively and comfortably.

  1. ORGANISATION – How was 2016? You added 74 connections on LinkedIn, collected 47 business cards and put them in your desk draw and found the physical address of 9 companies. – Did this provide the momentum you needed for your dynamic business growth in 2017?

When you know what to do and execute clever marketing and social media moves, you will gain presence, currency and relevance with actual decision makers (and- they will LIKE and RESPECT you). They will ask your advice, do as you advise and pay what you ask because they value your input and take you seriously as a coaching / training professional. AND it will have been your marketing activity that has made the difference and lead them to a positive conclusion about you and your services.

  1. DYNAMISM – How was 2016? Sitting by the phone waiting for incoming calls, checking every e mail ping and generally living on Hopium (the expensive drug that favours hope over action.)

How will 2017 be different? Will you hone your identity statement to perfection? Will you be super CLEAR about what you offer? Will you build your BRAND promise to a level where you are taken seriously? Will you know your Marketing AVATAR? Will you learn to write SUPER-COPY? Will you SEQUENCE your marketing communication to be maximally effective? Will you be ready to launch your informational attention grabbers on Social Media? Will you build a quality DATABASE with high value business contacts? Will you be networking like a HUSTLING pro? Will you master NEW SALES? Will you create a CORE MODEL that describes your offering? Will you generate enough REFERRALS to make a significant difference to your income and business growth?

AND

Will you look back on 2017 and say, “I learnt, laughed and lead my company to profitable GROWTH. What a great year?”

Join us for this 45 minute energy boosting webinar (with 10 – 15 minutes Q&A and get your business growing in 2017)

To Register click on; https://attendee.gotowebinar.com/register/7327277808881017091

The webinar is on Tuesday, 7th February 2017 at 7PM Paris time, 6PM London time.

Thanks and see you there

Group of diverse designers in their modern officeWe are growing!

 

Independent Trainers – How to Over Deliver Your Way to Repeat Business Blog Post 11 by Matthew Hill

When you excel at each step of the training process, you create magic and generate repeat bookings for you, the independent trainer. Continue reading

Independent Trainer Mini Series – Social Media is the only way to grow (Globally) Blog Post 6 by Matthew Hill

Share your passion with the world. And repurpose your wisdom to grow a meaningful trainer business internationally and at home. It starts with a microphone… Continue reading

Independent Trainer Mini Series – Trust based Marketing – Blog Post 5 by Matthew Hill

A little Marketing magic goes a long way

The word marketing can make us dizzy with its many different meanings – and no one should claim to understand them all.

Notepad with word marketing concept and glasses

For the purposes of this short and pithy post, marketing refers to the information you put out there in the web-o-sphere (technical term) to influence and inform your potential customer base of your offering, your persona and the value of your work to them.

Coffee to Sex and Marriage

BTW – this is the first rule of marketing – be as provocative as you dare to grab people’s attention – if they don’t read you, you don’t exist for them.

The phrase “coffee to sex” refers to the pathway of engagement. At each stage there is an appropriate interaction for them to expect from you or for you to offer to them. Mess that up and you end up looking foolish.

Trust based communication

Linked the pathway of engagement is the trust ladder. If I am low on your trust ladder I cannot ask you for much. If we are both high on the trust ladder we can exchange value for mutual gain – this is witnessed in the exchange of ethical and sustainable business.

“Know, Like & Trust”

The social media marketing guru, Penny Power OBE, coined the phrase and wrote a book describing how a consumer of information behaves and what they need to receive in order to become a healthy, happy and profitable customer of yours.

*Know – Here we move the unsuspecting prospect from a position of not knowing you exist to knowing that you both exist and have something to say that they need to hear. You also need to grasp the audience’s attention. Your well expressed purpose in a punchy headline will normally work a treat. (See the previous post 2. on Identity.)

*Like – Now you get the chance to express your wonderful and warm personality in print, via video and in person so that the audience can fall in like with you and see your true and authentic self. Being funny, offering wise insights, providing stories that entertain and inform – all add to the emotion of liking you.

Two modern entrepreneurs partners doing thumbs up gesture for celebrating business success. Successful modern businesspeople outside. Positive elegant man and woman smiling and looking at camera.

We buy from people we like

*Trust – Trust is a real thing – ABI – Ability, Benevolence and Integrity – You top the charts when you consistently demonstrate your depth of knowledge with solutions and skills that match your promise. When you over deliver with kindness and a positive attitude you will be perceived as benevolent. And, when you keep your word, under-promise and over-deliver you will gain a tick in the integrity box as well.

The Secret of Sequencing

Putting the various marketing communications together whilst sticking to the pathway of engagement and incrementally building awareness and trust is the magic formula that will result in an enriching flow of incoming new business enquiries.

Next

For more ideas on how establish and grow your Independent Trainer Business we invite you to join us for the Independent Trainer Consultative Selling Webinar 3 – GOING FOR GROWTH, on 5th October 2016, 6PM London time, 7PM Paris time. Register now at;

https://attendee.gotowebinar.com/register/8107589113940386817 

Benidorm - mirador del mediterraneo

Don’t forget to check out the Lisbon Bootcamp details at the top of the page.

 

 

Independent Trainers – Living the Dream? Blog Post 1 by Matthew Hill

The Joy of Training

Why do trainers get up at 5AM drive for hours to train 12 executives?

If your vocation is working well for you your answer should flow naturally and with passion from your mouth – you love delegate reactions, the breakthroughs and those Eureka moments. You live to share your core material and do the very best that you can to transfer your wisdom and experience with style and substance, leaving your audience of professionals moved and transformed.

You train because you cannot imagine doing any other job and still being as happy.

But…

On a rainy Friday as you get in your plane, train or automobile knowing you will only get home at 10.30PM you reflect that not all audiences “get you”, not all towns are picture postcard pretty and that cheap training days do not have the same value as premium ones. A rose is just a rose but a training day varies from sublime to the ridiculous.

What do we want? What is our DREAM?

My wish is to find my training PURPOSE and follow a fruitful path transferring the skills and perceptual changes that I passionately believe are the MOST valuable to my audience of clever volunteer, high energy future stars.

When I am doing my best, for the best, I feel at my best and can get the very best from the audience so that we all attain our best outcomes. Simple really.

Young people in the office

Flow in the training room…

How can we make our Dreams come true?

I have put together a 13-part BLUE PRINT for independent trainers who wish to do more of what they are passionate about with participants who share that desire. I wish to help independent trainers who aim to work for a premium fee and be fully rewarded whilst living the dream.

The elements are of the BLUE PRINT are…

  1. Identity – purpose, passion and finding your “thing”
  2. Brand – reputation, and building your promise, style & delivery
  3. Ideal Customer – defining the core delegate you should be training
  4.  Marketing and Channels – having people know you, like you and trust you
  5. Social Media – repurposing your unique content in a sequence that creates a flow of business opportunities coming straight to your inbox and phone
  6. Database – the many ways to grow your “tribe” of fans
  7. Networking – conquering your nerves and getting a return from the room
  8. Product Creation – using today’s technology to turn your message into branded informational products
  9. Selling – discovering ethical trust based communication that sells in today’s busy corporate world
  10. Core delivery – upgrading your work to create raving fans and repeat engagement.
  11. Referrals – asking your “fans” to advocate you and your work to amplify your power and business flow
  12. Growth – 7 ideas that will accelerate your turnover expansion and take you to a healthy and well deserved level of wealth, freedom and control
  13. Fully Expressed You – channeling your purpose lead content, excelling at your “right work” and working with people who enable and empower you

Action

For more ideas on how establish and grow your Independent Trainer Business we invite you to join us for the Independent Trainer Consultative Selling Webinar 3 – GOING FOR GROWTH, on 5th October 2016, 6PM London time, 7PM Paris time. Register now at;

https://attendee.gotowebinar.com/register/8107589113940386817 

Further Action

Please do keep popping back to read the latest posts that describe the 13-step process. Look out for more of our power webinars that allow you plenty of opportunity for live interactions and Q&A time and join us in Lisbon in November for the ITC Consultative Selling Bootcamp to ensure that you build the 13 steps into your independent training business and allow yourself to achieve your optimum dream training lifestyle.

BLICK AUF LISSABON

Lisbon Bootcamp 20th, 21st October 2016 – See top of page for details

You Gotta Hustle – Upgrade your Networking to be an EFFECTIVE independent trainer or coach by Matthew Hill

Ordinary or Deluxe?

When you hear the word hustle what you think of? My older readership will envisage Paul Newman as a con artist in a snooker hall playing dumb to ensnare innocent victims and relieve them of their holiday cash.

Successful entrepreneur, Shaa Wasmund, has a different interpretation. For her it is the noble and creditable activity of UPGRADING any ordinarily networking opportunity into a LEVERAGED and dynamic one that will strengthen engagement and drive customers and contacts to you.

Aerial platform for repairing works against a sky background

Are you upgrading your networking opportunities?

If you count the number of moments that happen to you in a year where you could benefit from applying the principles of the Hustle – building your business, growing your contact list and deepening your relationships, you will easily find 300 or more magic times.

AND

What are you doing with them? The answer for most people, is, “the bare minimum.” I meet people who have a healthy collection of business cards gathering dust in their desk drawer. I meet people at networking events who still ask, “and what do you do?” I know people who read great books written on their own specialist subject. They take no notes and do nothing further other than slowly forget the content. I know people who pay premium prices to attend conferences, speak to three audience members, attend all the speeches and then leave empty-handed. I speak to people who are actively terrified of meeting a legend in their own field. They would rather that person did NOT make contact with them as they feel awkward, tongue tied and unable to function.

If any of the above applies to you, know this. It all changes now.

Here are 10 ideas to Hustle upgrades from the next opportunity that comes along.

  1. Meeting a Powerful Person – let’s start with an easy one. The device that allows you to read this post has a search bar where you can dig, delve and find out anything on the web about the legend you are about to meet. Don’t go for the obvious because everyone else will do that and your target star’s communication will be numb and automated in response.

Find the interesting and subtle quality, property or activity that this person is really all about. If you can drill down to a deeper level and, with a bit of luck, find a connection to common people, common experience or a shared qualification, then you have engineered the possibility of creating an INTIMATE moment with someone you admire. This further enables the chance to make a connection, a suggestion or to offer something that will result in a second meeting, a leveraging of the moment or, at the very least, creating a charming talking point. It’s all about doing your homework.

  1. LinkedIn posts – 89:10:1 – 89% of web users are basic consumers of info-tainment. They do nothing. 10% are interactive and can work their way around a keyboard – they may like or share a stimulating post found on Pulse. You need to be in the 1%, those people who are actively engaging, who are converting their experience into authored words and, possibly, authority. The next time you read a stimulating post, take matters into your own hands, locate the writer’s e-mail or ask for a connection with the author and begin an appropriate and respectful dialogue, asking simple questions, showing appreciation and contributing your value through opinion or example. Don’t be a contrarian, but align instead with their point of view. In such a way, you can form a relationship with thought leaders, opinion leaders and business leaders and engage at a professional level gaining access to what is otherwise impossible to achieve.
  2. Meeting an impressive mortal. By this I mean coming across a film, post or live speech made by someone who is of high calibre. They are on the way up and, maybe, you appreciate them for their talents more than those around you. This creates mutual leverage. Let me illustrate this with a story. When I see someone who is a BYT, a bright young thing, with a brain the size of a planet, a charismatic presentation style, and a slightly cautious approach to their audience, I will endeavour to meet them afterwards, thank them for their speech and invite them to give a webinar for my audience if appropriate. Because they are on the way up, they will often take up the opportunity that is being provided for them. In such a way we have captured the energy and spirit of many great people and presented it (free of fees) to a hungry audience, some of whom will tell me later that they are amazed at how I find such unique talent.
  3. Get a quote – sometimes, your face time with the Guru or Star is too controlled or limited to ask for a full favour. In this case a simple quote will do. What question have they not been asked before? What question will access their passion? And what answer will be of value to you personally? If you rack up a number of such questions you will always be prepared for that next spontaneous encounter with a legend.
  4. Hustle at a conference. Why be a passive member of the audience, being fed great but repeated keynote speeches when you can turn the event into a business accelerator? There are many ways to do this. If you buy a ticket to some great people like Joanna Martin or Tony Robbins, you may get asked to be a runner or a volunteer the next time. Don’t resist on the basis of your dignity or ego. Yes, they will have you running around in a silly T-shirt and singing and dancing but think of the amazing opportunity. You have stardust on your shoulders and borrowed authority being a runner at the event. You may channel your personality, and speak to an unlimited number of great people.

Alternatively, on a more earthly scale, if you see a conference coming up in 3 or 6 months time, contact the organiser and offer a keynote speech. Instantly reject any organisation that asks for a fee from you to speak. I know that seems strange, but it happens. In such a way I have spoken at many conferences and it is the number one converter of your time into a business enquiries – Aim to speak to a warm qualified audience on your core topic and make it punchy and memorable.

  1. Read a good book, write a good review – as I write this post I have checked in for a flight early tomorrow to Prague. 100 minutes flying time is a great opportunity to get into a good book. One was recommended to me 3 days ago, I ordered it on Amazon Prime and it arrived yesterday. I will read it, take notes and convert those notes into a review for either Amazon or my blog site AND create one, two or three posts that result from my thoughts and reactions to the content of this good and recommended read. In such a way I am repurposing the knowledge that I gain, enhancing my chances of retaining the wisdom held in the pages, and teaching and sharing the goodness I encounter thus creating equity and enhancing my reputation amongst my tribe.
  2. Warming a prospect. Let’s assume that you have someone on your list with good prospects. They know vaguely of your existence but they have yet to be wowed by you or given sufficient evidence of your greatness. Where is the Hustle opportunity? If you’re confident in your abilities it is time to spend a little of your hard earned money and take proactive marketing meaures and reach out. Sending one of your information-based products as a gift with a clever note achieves many things – Robert Cialdini’s law of reciprocity means you have created a small psychological obligation. Philip Kotler’s marketing formula suggests that you are engineering another “touch” and Gary M. Reynolds’ Engagement theory says that you are creating trust as you qualify your prospect either IN to your philosophy or OUT of contention. Posting a book, a disc or a memory stick can be an amazing leveraged step to forming a potentially high-value relationship.
  3. Proper networking – there are endless posts telling you that you must give first in order to get later. For me the greatest thing you can do is to be a network facilitator. The best fluid movers in a room listen to your story and actively connect you, “A”, with, “B”, someone you can help or who can help you. It is this seemingly selfless act that marks you out as a sophisticated player and somebody to be taken seriously. Your noble act can pay back many times over in the course of your relationship with both “A” and “B”.
  4. Peer to peer – in the new sharing and collaborative economy it seems sensible to explore the Hustle opportunity between equals. My favourite Hustle, when I spot a rising star, is to offer them a little of my time coaching, indulging in a divergent thought session or exploring opportunities for cooperation and exchange. It is a pleasant way to spend the time. The other party seems to have fun and how there is ALWAYS something to trade.
  5. Journalists and editors – this strange breed require special handling. Interacting and commenting constructively after reading articles by adding your thoughts and comments after publication goes down well. Remember most people or in the 89%. It always surprises me when speaking to journalists to hear how rarely they are called up or engaged in conversation by their readers. There is the perception that they sit in an ivory tower and are, somehow, unapproachable. In fact the opposite is true. A journalist contact, an editor or a PR friend are an incredible resource. The turbo version of this is to become an accredited subject matter expert – but let’s not get ahead of ourselves. Being known as a cooperative source who will say something intelligent, witty and apposite will have journalists coming back for more. Everybody wins. They meet their deadline and get the job done easily. You win because your name is in print, again.

    VIP - Very important person - gold 3D render on the wall background with soft shadow.

    Are you ready with your clever question?

89:10:1 – if you stay in the 89% you will do nothing, you will not hustle anybody and nothing special will help build your business. If you are in the 10% you will like and share this piece – it’s a start (And Thank You 😉 ) If you are in the 1%, your heart will be racing, your hands sweaty and you will have already worked out how to apply at least 3 of the 10 ideas above and be well on your way to Hustling for your next rich, rewarding and exciting opportunity.

So. Which are you? The 89%, 10% or 1%?

Register for the Consultative Selling and Networking Webinar from the Intercultural Training Channel, Tuesday, 17th May 2016, 12 noon London time, 1PM, Amsterdam and Paris Time. – A lunch and learn session for the intercultural entrepreneur.  Follow the link to register for the who with Gotowebinar; https://attendee.gotowebinar.com/register/4557222083732664323 

Author – Matthew Hill is a freelance trainer and executive coach working in multiple European countries with some of the largest transnational corporations in the world. He has worked for 3 Governments, written 3 books and regularly speaks on the subject of Consultative Selling for Independent Trainers who wish to up their game.

 

Independent intercultural trainers and coaches – What are you planning for 2016?

The season for the social gathering of trainers and coaches is about to begin. There will be some wonderful events. And, as the red wine flows half of the trainers and coaches in any group will start to quietly complain – about the number of days they got this year, the fees they received per subcontract day and how their income is not necessarily keeping up with rent or the cost of bringing up children.

Happy family in autumn park

“We are happy and have enough money!!!”

The truth is, independent trainers and coaches risk getting caught in a 5-part trap.

  1. Discounts – Volume training providers are paying subcontractors an ever decreasing amount of training money in real terms. The promise of volume attracts high potential individuals who sacrifice a lot of time and a little pride to travel hard, work hard but not necessarily to earn hard.
  1. Scarcity of time – Following on from cheap training days, the downward spiral demands sacrificing more of your 200 days a year to delivering discounted training, leaving less time to develop your own ideas for outstanding training material, to build your own network and to win your own customers.
  1. Brand – The more time you spend as a subcontractor the less opportunity you are taking to develop, what is potentially, your most valuable attribute – you, your brand, your reputation and a healthy market perception of your value (which is PREMIUM in case you needed reminding!)
  1. Assets – When you use other people’s material you are gaining valuable experience but you are not necessarily spending time creating your own capital assets. You are not creating training products that stand as INTELLECTUAL PROPERTY – ones that attract a premium fee from quality customers.
  1. Networking – With each flight, train or car journey coming back from a distant subcontract customer you are giving away your travel time for free and missing the opportunity to build your social and professional connections in a way that will generate better income.

Don’t get me wrong. A blend of subcontract days with premium direct training days provides an amazing variety of experience, a great income and the opportunity to do more of what you love. My point is simple. Most people slide into the trap of too much subcontract and not enough premium. Or… No premium days at all!

All this can change. The post headline enquires as to your plans for 2016. As part of your relaxing downtime with family and friends over the Christmas break, will you be thinking of up scaling and upgrading your business next year? Will you be taking out your pen and Moleskine and making ambitious plans? And will these plans convert into solid actions? And will these actions result in getting paid more for delivering premium training days?

There are many suggestions and insights that can help. Here are just three?

  1. Create a Product for Prospects – Take the time to write a white paper, executive briefing document or community resource that will be appreciated by your target market. Put it on a website or in a newsletter and ask a small action in return – request an e mail or entering the prospect’s first name and e mail in a box. This simple trade moves your prospect from observer to light action taker.
  1. Market not product – By making a subtle shift away from talking about the unique qualities of YOU it is possible to engage with more senior decision makers (as opposed to battling with middle ranking L&D professionals that only have the power to say “No!” and not the insight to sponsor you within their organisation.) Invest effort in looking at the bigger picture and collect irresistible data and stories that will be of genuine interest to business heads. Engage them in adult debate about market threats and challenges. This will give you the opportunity to position your offering as a solution to their current pain.
  1. Charge more – The moment your start to value yourself more highly, the market will increase their perceived value of you as well. It is time to stop the scarcity script and acknowledge your own incredible depth of experience and charge accordingly…

When you think about it, €20,000 would make quite a difference to you next year. €10,000 would make a difference to you next year. For many independent trainers, €5,000 extra would make a difference next year. That is only TWO premium training days!

If the Intercultural Training Channel Community are interested in this topic, I will expand its prominence in the newsletter over the coming months. Ideas include concrete suggestions for improving your consultative selling skills, webinars that tackle the specific marketing, networking and selling issues you face and running more Consultative Selling Boot Camps in both Amsterdam and London in 2016.

Please feel free to indicate your level of interest, and tell me what particular topics would be of most value to you. It will be great to be guided by the reader as to the topics you wish to learn about. I look forward to hearing from you.

E-mail me at matthew.hill@hillnetworks.com